Trying to find the best sales enablement app for your customer facing team can seem like trying to find a needle in a haystack. It can be daunting and overwhelming all at the same time.
Our co-founder Rusty Bishop decided to help breakdown the sales enablement app selection process, and in this video identifies the specific types of sales enablement apps that are available for customer facing teams based on how a company sells.
Here is a still of Rusty’s whiteboard
Hi guys! This is Rusty Bishop from FatStax, and I’m hear today to talk to you about the different types of sales enablement apps for field teams.
Now specifically what I’m talking about here are apps that your field teams are going to use on a mobile device such as a tablet or iPad.
Identifying Your Customer Facing Team
When I talk about field teams, I’m talking about those guys and girls that are customer facing. Like sales people. Those could be direct sales people. They could be your distributors. They could even be different division of sales people that sell differently. It might include marketers out there at a trade show talking with customers in the booth. Or even tech support who could be on site working on a machine or installing something at a customer.
The Three Different Types of Sales Enablement Apps (And The Hybrid)
So typically on the Internet if you’re looking around for types of apps to give to your customer facing teams or field teams you’re going to see three types of apps. The first is a file sharing app.
File Sharing App
These apps are designed to share static files. Examples of these are PDFs, PowerPoints, videos or Word documents. Files you create on a computer, or by your marketing team or by an advertising agency which then get pushed down to the file sharing app to be shown to a customer or prospect out in the field.
The second type is a catalog app. The catalog apps typically contain SKU based information. Think of them like those giant paper catalogs you’d print up and ship out to your customers so they can buy something. They might contain things like pricing, individual product specs, information, and could also be used to create a soft quote or may even talk to your ERP system to actually create an order.
The final type is a presentation app. I want to distinguish this type of app from a file sharing app because with a presentation app, what you’re going to be doing is giving those long-form presentations. That might be something like a PowerPoint or something customizable like a Prezi. Really here what you’re doing is giving a pitch where someone is standing in front of an audience going through various slides or parts of information sharing that in a pitch. A great example of that would include the new Challenger Sales Model, which a lot of sales teams are starting to use these long form PowerPoints for.
The Hybrid App
Now when you consider which of these is the right type of sales enablement app to deploy for your field team, again you need to consider what they do. Are they sales people that sell with static files? Do they sell catalog information? What I think a lot of companies see is they do a whole lot of different things.
They may have some divisions that need a static file and some divisions that need a customer facing app. That brings me to the final type of app which is a customized app.
A customizable app gives you the ability to do file sharing, catalog data like SKU based pricing, and presentations all in a single app. They may also give you the ability to create multiple apps and share them each out to different teams depending on their role within the company.
So thanks for your time, and I hope this was informative!